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Inside Sales Representative

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Primary Role

The Inside Sales Representative is responsible for providing professional in-house support for predominantly new business sales in B2B software solutions marketplace.  Focusing on the upfront lead generation and qualification process, the position supports an outside sales team assigned to named accounts primarily in Insurance and Lending.

Skills / Knowledge Requirements

The following skills / knowledge requirements are looked for in applicants:

Education

  • Between 5-10 years' experience in supporting sales
  • Bachelor’s degree in business, finance or other

Knowledge, Abilities and Skills

  • Experience in dealing and communicating with CXO level managers both on a verbal and written basis
  • Experience in solution selling where value is communicated over product features and functionality
  • Experience in qualification of multi-tiered prospect profile
  • Excellent written and oral communication in English
  • Ability to understand both the business problem and underlying technology
  • Proven track record in up front qualification of opportunities
  • Demonstrated ability to analyse and complete RFI or RFP’s
  • Demonstrated ability to contribute to the creation of ROI or sales tools
  • Training in solution selling and a customer centric approach
  • Demonstrated ability to balance workload under short deadlines and changing priorities in a fast-paced, team-oriented environment
  • Demonstrated ability to work independently, manage several assignments simultaneously and complete tasks using effective problem solving skills
  • Strong organization skills with sound business judgment and exceptional attention to detail
  • Strong administrative skills with demonstrated PC proficiency – including CRM databases, word processing, spreadsheets, charts & graphs, including Microsoft Word, PowerPoint and Excel
  • Demonstrated ability to maintain discretion and confidentiality with highly sensitive information
  • Demonstrated business professionalism dealing effectively with people at all levels in and outside the company

Responsibilities

  • Use telephone/email contact to provide primarily pre and some post sales support to field representatives
  • Focus on upfront qualification of opportunities in the sales pipeline at the business level
  • Efficiently manage a prospect through the sales process cycle in partnership with Sales Reps
  • Support targeted territory and account penetration programs
  • To ensure sales reps have up-to-date and accurate sales data to effectively manage their territories
  • Provide effective back-up support to key phases in the sales process, including:

    • Confirm prospect needs and develop initial customer profile
    • Support developing business case Prepare and conduct presentation/demos
    • Complete initial sales proposals and RFI/RFP responses
    • Provide administrative support, as appropriate
    • Guide signed contracts through finance, clients services and other necessary groups to closure
    • Schedule and participate in customer kick-off meetings and provide support as appropriate

    Authorities

    • Authority within the above responsibilities

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